Bad Things That Happen When You Leave it Up to Your Salespeople

Posted by Dave Kurlan on Wed, Apr 27, 2011 @ 08:04 AM

path of least resistance smallHere are the 10 most common things that your salespeople will do when they aren't managed effectively, or, in many cases, when they are only managed on an as needed basis.

  1. They target who you want but call who they're comfortable with.
  2. They say they will ask questions but begin by presenting instead.
  3. They say they need help closing but they don't have enough quality opportunities in their pipeline.
  4. They say they're on top of everything but the information in their CRM is three weeks old.
  5. They agree to sell your complete line of products/services but continue to sell only what they're most comfortable selling.
  6. They tell you they understand and can leverage your value proposition but their strategy nearly always results in trying to win on price.
  7. Their forecast is what you wanted but the actual revenue always falls considerably short of the goal.
  8. They talk about finding new business but don't make any new calls.
  9. They talk about selling more consultatively but their idea of consultative is a list of 50 unrelated questions.
  10. They tell you they are out making calls when, in fact, they were out looking for a job!

How many of these 10 do you observe on your sales force?

We observe most of these - and more - when we begin working with companies.  The scenario that never ceases to amaze me though, is all of the veteran salespeople who put the following challenge on the top of their "I need help" list:

"Getting prospects to return my phone calls"

This particular challenge raises two thoughts.  

On the one hand, of course, I'll always help.

On the other hand, I'm thinking, "Are you kidding me?  Of all the things we could help you with, you want help getting phone calls returned?  How lame!  And how long have you been selling?"

It's just one more example of just how much selling has changed in the last five years while most salespeople haven't adapted to the change.  Most are still selling exactly as they were five and ten years ago, with the exception that they are relying more and more on email instead of the phone.  I've said it before and I'll say it again.  Email is great.  But you can't have a real-time, meaningful conversation, with both parties understanding each other, via email.

 

Topics: Dave Kurlan, sales management, Sales Coaching, sales challenges, Sales Accountability, selling via email, sales problems

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader